10. 10
1) 成本预算 可信度
Accounting → Credibility
• 你希望获得买家理解
You want buyers to understand you
− 如何解释成本来源
How well are you accounting for costs
− 向买家出示资质证书，证明
Show documentation to buyers :
a) 你的合作诚意 Your serious
b) 企业的可持续发展性 Sustainable
让买家理解为何你的成本高于其他厂商
Help your buyer understand why your costs are
higher
• 对价格的态度 Attitude towards price
买家越来越看重价格以外的因素
11. 11
2) 来自成本控制的挑战 – 依靠技能
组合优势
Challenge of cost control – Skill set is your
advantage PARTNERSHIP
•薪酬水平 (wage rates)
•原材料价格的不确定性 (uncertain material prices)
•不再依赖于单一国家来满足所有采购需求
no longer rely on one country for all procurement
needs
•两大驱动力：
地理因素 (geographical) & 技能组合 (skill set)
e.g.1 新秀丽 Samsonite
e.g.2 牛仔裤 jeans 成本下降 5% cost down
e.g.3 VF Corporation
12. 12
3) 来自时间的挑战 Challenge of time –
Communication is critical
(a) 即时互动便于买卖双方在各个采购环节进行直接
沟通与反馈
Interactive technology allows for direct
communication and feedback on various stages of
the process
(b) 绕过中间人
Bypassing the middle person
(e.g. 亚洲区域办事处 regional office in Asia)
要当心主要买家的重组，这可能使买家的全球采购
战略发生改变
Beware of restructuring of major buyer which
can change buyer global sourcing strategy
e.g. Coles Myer, Quick Silver
15. 18
5) 制造准备 Factory visit
preparation
• 买家需求的关键特点
Key features that buyers look for
• 产能 Capability/ capacity
• 保密协议 Security of names etc.
• 运营基础 Operational basics
• 熟练劳动力的稳定性 Stability of skilled
workforce
• 最小订单量 Small minimum order size
• 定制设计 / 样品的灵活性 Flexibility with
custom designs and/or samples
提升成本的同时提高效率，小额订单才更可
能获利。
If you can increase cost and yield efficiency
then more likely you can accept a profitable
29. 10) 展览提示
Trade Show Tips
• 录制工厂视频并在展览中展出
Video your Factory and show
it in your booth
• 在展览中展出 1-2 年（不要放弃
） Stay there for 1-2 years
(don’t give up)
• 通过客户反馈改良产品
• Get feedback from
customers and keep
improving your product
• 在市场中推广你的 OEM 优势
Market your OEM Brand
association advantage
38. • 面临的挑战 Key challenge
– 如何将产品打入新市场 How to promote their products in new market
• 应对措施 Responses
– 与当地知名化妆师密切合作 Work closely with local well-known make-
up artists
– 采用知名化妆师的意见和建议 Use their design and listen to the
suggestions given by them
• 对其他公司的建议 Suggestions for other companies
– 在生产前先了解客户需求 Know the customers’ need first before
manufacture
– 先做好生产再做创新 Be a good manufacturer before doing innovation
Yafei Make-Up Brush Co., Ltd
39. • 面临的挑战 Key challenge
– 由于经济萧条和激烈的市场竞争而导致的市场份额下降
Decreasing market shares due to economic downturn and fierce competition
– 客户要求更多 Customers demand more
– 如何创新 How to innovate
• 应对措施 Responses
– 应用电子商务 Using e-commerce
– 定制产品满足客户需求 Making personalized products fit the customers’ need
– 与其他不同产品结合 Combine different products together
• 对其他公司的建议 Suggestions for other companies
– 不要过分包装，应更关注于产品本身而不是外观 No excessive packaging, should focus on
the products instead of the appearance
– 着重于企业核心技术 Focus on the things company is best at
BYZ Group (HK) Limited Foshan BINSHI Electronic Co., Ltd
40. • 面临的挑战 Key challenge
– 产品创新和增加市场份额 Product innovation and increase the market
share
• 应对措施 Responses
– 跨品牌合作 Joint promotion between brands
• 对其他公司的建议 Suggestions for other companies
– 关注核心信息，不要讲废话 Show the key information without
nonsense to the customer
– 和客户面对面交谈 Do face-to-face interview with customers
Kiss Communications Technology Co., Ltd
41. • 面临的挑战 Key challenge
– 如何让市场接受他们的自有品牌 How to make their own brand
name acceptable by the market
• 应对措施 Responses
– 在高质量的客户中建立良好的商誉 Build up their reputation
among high quality customers
• 对其他公司的建议 Suggestions for other companies
– 选择正确的推广平台 Choose the right platforms to marketing
– 掌握消费者需求 Target the customers’ needs
Morsca Silver Accessory Company
42. – 在生产前先了解客户需求 Know
the customers’ need first before
manufacture
– 先做好生产再做创新 Be a good
manufacturer before doing
innovation
– 不要过分包装，应更关注于产品
本身而不是外观 No excessive
packaging, should focus on the
products instead of the appearance
– 着重于企业核心技术 Focus on the
– 关注核心信息，不要讲废话
Show the key information
without nonsense to the
customer
– 和客户面对面交谈 Do face-
to-face interview with
customers
– 选择正确的推广平台 Choose
the right platforms to
marketing
– 掌握消费者需求 Target the
customers’ needs
1) 深圳工厂参观和环球资源广州论坛案例总结
Summary of Cases of Shenzhen factory Visits & GZ Global Sources
43. 49
结语 Final thoughts
•买家的心态取决于
After all, what I know about the mindset of
buyers depends on:
a) 合作规模 the size of their co-operation.
b) 所有买家对产品都有价廉质优、准时发货等要
求
all buyers need cheap price, good quality,
on-time-delivery...etc...
买家最看重的是 BUT the most important concern of
EVERY BUYER is: ：
供应商的可信赖度，帮助买家排忧解难有助于为你带
来更多商机。
"to protect their back"..... So, keep them out from
trouble will definitely lead to bigger business next
time.
